Category: Performance

Setting Expectations
Posted on March, 2014

I'm encamped in our local Starbucks, busy with my morning series of conference … [Read more...]

Try as we might to do things right, we're all going to mess up every once in a … [Read more...]

February 22, 2014 by David Brock 2 Comments

I spend a lot of time writing about metrics and performance management. It's … [Read more...]

February 19, 2014 by David Brock 4 Comments

I spend a lot of time doing deal reviews. A critical part of each review is … [Read more...]

February 17, 2014 by David Brock 2 Comments

As sales people and managers, we are often obsessed with the "numbers." There … [Read more...]

February 15, 2014 by David Brock 2 Comments

Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And … [Read more...]

February 13, 2014 by David Brock 6 Comments

It's been a while since I've done one of the Performance Metric Friday posts, … [Read more...]

February 11, 2014 by David Brock 6 Comments

Recently, someone wrote me saying: "I have absolutely no idea how you have … [Read more...]

I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]

I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]